Territory Account Manager

About the Opportunity
As a Territory Account Manager, you’ll use your unique perspective to build key customer relationships, identify business opportunities, and negotiate and close business deals. In this dynamic role you will collaborate with the team to increase sales opportunities and maximize revenue in alignment with Guy Brown’s long-term strategic goals.
The Territory Account Manager will be responsible for managing, retaining, and growing a portfolio of approximately two to five local and regional business-to-business accounts, serving as the primary relationship owner for each assigned account.
Responsibilities:
• Serve as the main point of contact for assigned local and regional accounts, building relationships with executive leaders, decision-makers, procurement teams, facility leaders, operational contacts, and other key stakeholders.
• You will apply our unique insights to address customers’ priorities and reframe how they view their business to foster conversation based on customer needs.
• Use account planning tools, prescriptive analytics, and research from marketing to teach customers something new and compelling about their business that leads to Guy Brown’s differentiated solutions.
• Build a working understanding of each customer’s business, organizational structure, locations, purchasing processes, contractual requirements, and operational priorities.
• Collaborate with Director of National Accounts to achieve overall National Account strategy by identifying cost-reduction opportunities, product alternatives, standardization initiatives, and process improvements and maintaining and growing your territory.
• Help prepare and conduct quarterly business reviews that communicate account performance, customer utilization, growth opportunities, risks, and recommended actions.
• Manage opportunities from initial discovery and customer alignment through implementation and ongoing performance measurement.
• Coordinate with internal teams, supplier partners, and customer stakeholders to support implementations, product conversions, pricing initiatives, contract requirements, and account-specific projects.
• Utilize the CRM system to maintain account plans, document customer interactions, manage opportunities, track action items, and provide sales forecasts.
• Prepare and deliver presentations, proposals, and recommendations.
• Cross-sell and up-sell by thoroughly understanding customers’ value propositions, key business objectives regarding growth and profitability, and the industries they serve.
• This position will support local and regional accounts throughout Central Indiana. Travel to assigned customer locations throughout the local and regional market, including occasional overnight travel when required.
Qualifications:
• Bachelor’s degree in business, sales, marketing, supply chain, or a related field preferred; relevant experience, internships, or coursework may be considered in place of a degree.
• 1 to 3+ years of account management, sales, customer service, or related experience preferred; candidates with less experience but strong relationship-building potential are encouraged to apply.
• Exposure to or interest in supporting business-to-business accounts with multiple stakeholders, locations, or business units is a plus.
• Willingness to learn how to build account plans and translate customer needs into business opportunities, with training and mentoring provided.
• Strong relationship-building, communication, and problem-solving skills, with a willingness to develop presentation and negotiation abilities.
• Basic ability to analyze sales data and account performance, with a willingness to grow these skills over time.
• Good organizational skills with the ability to manage multiple tasks, projects, and customer commitments.
• Familiarity with CRM systems is a plus; training will be provided.
• Ability to work independently, follow through on commitments, and manage priorities effectively.
• Valid driver’s license capable of driving up to several hours each day and ability to travel

Work arrangement
Yes